According to Forrester, direct managers have the most impact and influence on sales reps’ success and organizations must make their enablement of sales managers as comprehensive as that of rep-level contributors. Forrester has also found that B2B sales leaders often make flawed assumptions about the ease with which new sales managers can transition from previous roles.
In our 50th episode Terry Bird, VP of Enablement at Vonage, and I explore ways in which sales enablement organizations can support revenue team managers in various stages of their career. Join the conversation as we discuss:
- How much more complex the role of sales leader has become
- Gartner's analysis of top performing sales managers
- The constant Internal vs. External struggle
- How the Voyage team is supporting leaders and enabling them for success
Terry is based in the UK and has a long history in technical sales and sales roles prior to moving into the Sales Enablement space around 15 years ago.
In 2008 Terry joined IBM and worked in a number of roles helping to drive enablement transformation, before ultimately landing as Director, Sales Enablement for IBM Global Sales, overseeing enablement programs and tools for a population of over 20,000 sellers and business partners. Terry joined Vonage in 2021 where he took up the mission of helping to establish a company-wide sales enablement function.
Terry loves the challenge of architecting cultural change alongside helping go to market teams deliver success. Away from his day job he has been a DJ for over 25 years, playing all over the world alongside legends of the house and techno scene.
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